The Director will support the Visa Ready Program, one of the innovation programs within the I&SP group. By creating standards and evaluating vendors, the Visa Ready Program facilitates the adoption of innovative payment solutions benefiting Visa issuers, acquirers, merchants, and cardholders. This director will be responsible for the tokenization program—deepening key relationships and providing a programmatic approach to token enablers and users. Tokenization is essential to the security of digital payments, powering mobile payments and many additional IoT use cases to come.
The Director, IOT Ecosystem Development, is responsible for:
Identifying and engaging tokenization enablers, known at Visa as “Token Service Providers;” qualifying them as “Visa Ready” partners
Identifying and engaging Consumer brands that want to integrate payment capabilities into their products, but lack payments expertise (in coordination with Visa Ready Token Service Providers)
Identifying and engaging Issuers that want to leverage Visa tokenization
The role requires an experienced sales and business development professional who can identify and engage potential partners and support them through the Visa Ready approval process, whilst working closely with the various cross functional Visa teams who contribute to the process. The Director will need to have a working knowledge of the evolving IOT space, its segments and participants.
The Innovation and Strategic Partnerships team works closely with Visa’s Core Product and Digital Solutions teams as well as other internal stakeholders such as Processing, Legal, Risk, Finance and Marketing to execute partnership agreements and deliverables that are complex, strategic and cross-functional in nature.
Specific responsibilities
Assume business responsibility for the Visa Ready TSP partners globally.
Develop and manage the Visa Ready TSP pipeline ensuring global, regional and local coverage capable of delivering on Visa’s tokenization promise.
Develop and execute customized account strategies, objectives and plans to increase revenue and market share from each partner
Continuously improve the program certification, approval and delivery process working with cross functional teams to ensure client focused excellence.
Consolidate existing relationships and expand Visa’s reach within multiple parts of the partner organization and the utilization of Visa’s products and services
• Report to and interact with senior management and executives to indicate the status of the partnership
• Implement short, medium and long-term strategic opportunities/products/services through excellent project management working with internal and client teams
• Proactively identify and solve complex problems that impact the management, relationship and direction of the business
• Lead the development of proposals by working with various internal stakeholders and negotiate contractual relationships with strategic Visa Ready partners
• Continuously review client and market landscape and recommend, develop, and implement new and creative approaches that ensures that the client’s business objectives are met as well as grow the Visa business
• Work within cross-functional teams (internal / external) that include representation from Marketing, Product, Digital, Innovation Centers, Operations, Market Research and Technology.
• Foster in-depth and productive relationships at all levels with the client and the Visa organization
• Support the IoT group in developing the overall group strategy
Qualifications
A minimum 6 years’ business development and management experience ideally within technical payments.
Demonstrated track record of planning, managing and closing complex business contracts and managing the partnership through all stages
Appropriate technical knowledge and exposure
Proven record of implementing strategic initiatives, policies and operational decisions
Global work experience
Strategic thinker and challenger of the status quo
Proven ability to partner, communicate and manage/navigate through multiple disciplines and organizational groups
Ability to work within a complex and sometimes ambiguous environment, and to influence senior management and other relevant parties
Bachelor’s degree required; MBA desirable
Team oriented, ethical, empathetic, collaborative, diplomatic and flexible
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